It is amazing to me that so many agents fail to use the most important tool in the listing presentation! If price has EVERYTHING to do with your sales performance, I can't understand how so many agents fail to employ this "Strategic Morsel".
During my listing presentations, I typically get the same response from the seller: "No other agent has done this for me!"
Come on!!! How do you expect to argue for a certain price, if you don't do a net sheet for the seller? Without a net sheet, the seller has no idea what amount of money he will end up with. It's simply too ABSTRACT, and many times the Seller will argue for the higher price simply because he wants to make sure he walks away with some money after the closing. How much? He doesn't know, so he will most likely guesstimate on the high side...
Do yourself a BIG FAVOR: Find out exactly what the typical closing costs are in your area, the formulas employed for any deed stamps, etc. and if you don't have a company net sheet, create one in Excel. During the listing presentation, ask the sellers what they owe on the first and/or second mortgage, find out about any other liens, then plug in the numbers in your Excel net sheet, and Voila! You now have a definite figure for the amount of money in the sellers' pocket after all is said and done. Don't forget to do the net sheet with your suggested price, not the seller's fantasy price. Let your Sellers digest the final "in hand" figure a few seconds, then turn to them and ask: "Is this enough to get you from here to there?" You will be surprised how often the answer is yes!
Now you will have a listing at your suggested price, and soon you will have a sale. All because of a simple Net Sheet!!!